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B2B Sales

Pipeline Coverage

Pipeline coverage ratio
Definition
Pipeline coverage is the ratio between open pipeline value and the sales target for the same period, showing whether there is enough pipeline to hit the number.

How to calculate pipeline coverage

Pipeline coverage = open pipeline value ÷ remaining quota

Example: €900,000 in open pipeline against a €300,000 target gives 3x coverage.

What is a good ratio?

A common rule of thumb is 3–4x, but the right number depends on how many opportunities you typically win. If you win one in four, you need at least 4x coverage.

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Related terms

Sales Velocity

Sales velocity measures how fast revenue moves through your pipeline: (opportunities × win rate × average deal value) ÷ sales cycle length.

Quota Attainment

Quota attainment is the percentage of a sales target that a salesperson or team actually achieves in a given period.

Win-Loss Analysis

Win-loss analysis is the practice of reviewing won and lost deals – often through buyer interviews – to understand why customers choose you or a competitor.
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